Using the Sandler Pain Funnel to Positively Impact Sales Outcomes

Delving into Prospects' Pain & Emotion With The Sandler Pain Funnel

Learning a prospect's pain and the emotional impact it has on them is invaluable. It is what differentiates us from our competitors. But, for many salespeople, this can be a difficult conversation to have with a prospect.

Why People Don't Like To Discuss Pain

There are a number of reasons why people don't really like to open up about their problems. Admitting an issue can make a person feel weak and vulnerable. Additionally, society has taught us that delving into someone's personal problems and emotions is not always the best idea, which has made many salespeople hesitant to dig too deep when it comes to understanding a prospect's feelings.

Sharing feelings and emotions can also be uncomfortable, both for a prospect and for the salesperson trying to make the connection.

How the Sandler Pain Funnel Can Help

Despite the fact that it's difficult to access a prospect's pain, the pain is what they are really seeking help with. This is why the Sandler Pain Funnel is such an important asset for skilled salespeople to have in their arsenal.

In the video above, sales consultant Shad Tidler explains why people have difficulty discussing pain and its personal impact on them - and why it is important for salespeople to overcome that through tools and tactics like the Sandler Pain Funnel.

Learn how to use questioning strategies when you hear a simple “yes” response in order to more quickly qualify prospects and speed up your sales cycle. Watch now as sales trainer Paul Lushin shows you how in this video.

Sales messaging focused on a prospect’s pain points is more effective than messaging that focuses only on the features & benefits of a product. Learn why you should change the focus of your sales messaging in this video from sales trainer Rob Lime.

In this sales coaching video from Lushin sales consultant Emily Shaw, learn how to set yourself apart from other sales people by placing your focus on your client & striving to meet their needs during the sales process. Watch now!